“There are people out there who already have your ideal clients… and they serve them just before they’re going to need you.”

“Have it do more stuff in the back office so you can be more relevant and more present in the front office—out building relationships.”

“You can be efficient with things, but don’t be efficient with people.”

“A lead may know your name, but a referral transfers belief.”

“We go chasing attention because we don’t have trust.”

“Being salesy never ever helps you—ever, ever, ever. Just stop. Enthusiasm is great, and love of what you’re doing is great, but you have to ...

"You help enough people get what they want, and you get what you want."

“People take an emotional decision and then they dress it up in the language of a transaction. They want to pretend like it’s a transaction ...

“Fourth of July ends and the fall decorations are up at Costco… we have to be thinking that far ahead and be strategic.”